NOVATECH SOLUTIONS
BIG TECH - SAAS PLATFORM
YEAR: 2025
Rebuilding a broken sales engine for a 200-person SaaS company losing enterprise deals to slow pipelines
Salesforce CRM overhaul with AI lead scoring, automated deal rooms, and retargeting intelligence for a B2B SaaS platform
INTRODUCTION
NovaTech Solutions is a Lagos-headquartered SaaS company offering workforce management software to enterprise clients across Africa and the UK. With a sales team of 18 reps, a product marketing team, and over 400 active prospects in various pipeline stages, their Salesforce instance had become a data graveyard — outdated records, no automation, leads manually moved between stages, and zero intelligence on which prospects were worth prioritising. Enterprise deals worth millions were dying in silence.
MY ROLE
I was engaged as CRM Systems Architect and AI Integration Specialist. I performed a full Salesforce audit and rebuild — redesigning the enterprise sales pipeline, deploying AI lead scoring, building automated deal room workflows, and creating the retargeting intelligence layer that gave the team a systematic way to win back disengaged prospects.
SERVICES DELIVERED
SALESFORCE AUDIT & REBUILD
AUTOMATED DEAL ROOM WORKFLOWS
EXECUTIVE REPORTING DASHBOARD
ENTERPRIZE PIPELINE ARCHITECTURE
EMAIL SEQUENCE AUTOMATION
SALESTEAM ENABLEMENT
RETARGETING INTELLIGENCE SYSTEM
AL LEAD SCORING DEPLOYMENT
HOW IT WORKS
OUR APPROACH
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Full Salesforce audit: cleansed and re-structured 400+ prospect records — enriched with company size, industry, and last meaningful engagement date
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Enterprise pipeline redesigned into 7 stages: Discovery → Qualified → Demo Completed → Proposal Sent → Commercial Negotiation → Legal Review → Closed Won/Lost — with automated tasks and notifications at every transition
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AI lead scoring deployed using Salesforce Einstein: prospects ranked Hot, Warm, or Cold based on website visits, email engagement, demo attendance, and company profile signals
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Automated deal rooms: when a prospect reaches Proposal stage, a shared collaboration space is auto-created in Salesforce with personalised resources, pricing deck, and a tracked link — sales reps notified when prospect opens any document
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Executive dashboard: live pipeline value per rep, average deal cycle time, stage conversion rates, and quarterly revenue forecast updated in real time
PROBLEM
We have 400 prospects in Salesforce and most of the data is 6 months out of date. Our reps don't know who to call. We've lost three enterprise deals this quarter to competitors who followed up faster. And we have no system for going back to warm leads who went quiet — they just sit in the CRM forever doing nothing
— VP of Sales, NovaTech Solutions
RESULTS
Salesforce rebuilt from the ground up — clean pipeline architecture, AI lead scoring, automated deal rooms, and a retargeting intelligence system that systematically converts disengaged enterprise prospects.
DELIVERABLES
Full Salesforce rebuild, 7-stage pipeline, AI scoring configuration, 8 automation workflows, deal room templates, retargeting sequences, executive dashboard, sales team training